I’m a coach, so I take the issue of control personally.
—Pat Summit All time winningest coach in NCAA basketball
A manager’s words echo in salespeople’s heads when they’re with customers. Too often managers send salespeople off with “Go get ’em, tiger” or “Let’s close this deal.”
You can do better. A little Noble Sales Purpose (NSP) coaching from you will have a big impact on your reps’ performance.
Here are some field coaching techniques you can use with your reps to improve their performance with customers.
Ideally you want to coach your reps well in advance of their critical sales calls. But the reality of the field is that you’re often on the phone at 10 pm the night before a big call, or trying to squeeze in some coaching as you walk in the door. Here’s how to handle the most common scenarios:
If You Have 10 Hours before the Sales Call:
If You Have 10 Minutes before the Sales Call:
If You Have 10 Seconds before the Sales Call: